If you’re interested in a lucrative career in real estate, then read the information below as if your life depended on it. Unless you want to be sitting at the local café catching flies and telling “I could’ve been…” stories, this is critical information that anyone looking for jobs for realtors in Vancouver or anywhere else needs to know like the back of their hand. But since we’re on the subject of real estate careers in Vancouver, let’s get down to business…
The first thing you need to understand is the difference between a potential home owner who wants to live on the property and one who is making an investment that he or she expects returns from down the road. So what area of your marketing strategy will it impact? Only everything!
The Need is the Seed!
A buyer’s needs are the primary starting point for anyone interested in Vancouver real estate jobs; or anywhere in the world for that matter. Let’s take homes for sale in Surrey as an example. It’s your first week on the job and because the boss likes you, he lets you handle an important client. Now, this client is clearly an investor with no interest in the esthetic appeal of the properties he wants to see other than the fact that curb appeal increases property value. So, for your first meeting, what do you research? Do you spend company time and internet bandwidth to check what listed homes have the best kitchen utilities from Miele? If you just yelled out a resounding “halleluiah” you’ll be out of a job faster than you can say “And this property, sir…”!
Find the need, create a need and then fill those needs till it hurts! These are the three rules of selling – no other technique (closing, closed-ended questions…nothing) will help you make sales like these three rules will. Whether it’s promoting homes for sale in Surrey or selling sand in the Sahara, this is what you need to do.
So, research the actual values of properties in the neighborhood that your client has shown an interest in and see which ones have the most chance of appreciating in value over time. Check to see if proximity to Skytrain stations is what they’re after. Even if they aren’t, show the value in investing in such a property: future buyers may not be investors so that’s something they would pay more for – especially if they have to commute to work on the Skytrain. Get it?
The key is to tie every facet of a property to the benefits that they’re looking for: not features - BENEFITS. A feature is merely a quality; a benefit is value. Do you have a neat property that has master bedroom facing east? For most working people that would be a turn-off because the sun would hit them right where it hurts on a Monday morning. But if that same home were in a primarily seniors neighborhood then sell the fact that retirees (who are usually up before the sun) would find that a welcoming feature in an otherwise cold climate. Are you in the zone yet?
If you can capture the underlying message of this article, then you’re on your way to getting your hands on some of the most desirable Vancouver real estate jobs on the employment market. If this article didn’t make sense at all, you might as well seriously consider opening a café!
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